Open AccessInducing gender/professional identity compatibility promotes women’s compensation requests
Author(s) -
Shira Mor
Publication year - 2018
Publication title -
plos one
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.99
H-Index - 332
ISSN - 1932-6203
DOI - 10.1371/journal.pone.0207035
Subject(s) - assertiveness , negotiation , social psychology , backlash , gender identity , compensation (psychology) , psychology , compatibility (geochemistry) , political science , law , engineering , mechanical engineering , chemical engineering
In this paper, I examine whether inducing gender/professional identity compatibility prior to a self-advocacy negotiation, may enhance women’s assertiveness in a compensation negotiation and mitigate potential social backlash concerns for assertiveness. In two experimental lab studies where women negotiated with a male counterpart as sellers and job candidates, I found evidence supporting the causal link between state gender/profession identity integration and higher levels of assertiveness in women’s self-advocacy compensation negotiations.